of, then want an answer right away. The best answer to these test questions is: I’ll think about it and get back to you. That gives you time to research the issue. “Would you take…” theorizers: Some negotiators talk your ear off asking what price you’d take, or services you’ll throw in, or extra things that could convey. All this talk isn’t beneficial—to you. Ask the buyer to put all offers in writing. The pie-in-the-sky requests probably won’t ever show up in the contract. Guilt Trippers: These folks will tell you their life story, every hardship they ever experienced, cats who died, and kids who won’t move out. The goal is to win your pity and a lower price. Don’t fall for it—you’ve had pets die, too—and stand your ground.
BOTTOM LINE
Negotiating is as much art as skill. The calmer you remain, the less likely you’ll say or do something to wreck the deal. Remember, FSBO is business, not personal. Give a little, get a little, and remember to always leave something on the table for the other guy. HOW I CAN HELP: When you list with me, I know the tricks a buyer is likely to pull. I will: • Provide a shield for you during negotiations. • Help evaluate buyers so we don’t waste time with tire- kickers. • Handle bids and counter bids.
* There is no such thing as a standard commission.
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